What can you do to get the attention of the potential customer? To begin with, picture this. Your phone beep-beeps in the dead of night. You are sound asleep. And this piercing intrusion in the silent night is not holy. So, you click your tongue, cursing, “Now, who is this sending messages at this time?”
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As counter-intuitive as sounds, following up to close the sale in this ‘Corona’ period, is even more necessary. Buyers want responsive sellers but are not responsive themselves. This emphasizes the need to follow-up to close the sale. A foot in the door doesn’t a closed sale. Increase your chances of getting the sale by following
Is HR responsible for training effectiveness? Well, is HR responsible for the performance of the department that needs the training? Therein lies the loaded question and, in my view, answer. What is the role of Human Resources (HR) in training? It is only to facilitate execution of the training. Unfortunately, I find many customers for
Salespeople cannot hold a grudge against prospects (potential buyers). Those that do, frustrate themselves and therefore their job. Here are three reasons why. Prospects see all salespeople as one “You people lied to me. Yes! You denied me a loan after promising me heaven! You are all liars!” This barrage is unceremoniously levelled at the
Winning the business to business sale starts with knowing that buyers buy the value to your product to their business. Prospects (potential buyers) don’t care about the features of your product; the more, when they (prospects) are a business. Winning the business to business sale means showing the value of your product’s features to their
Your internal processes, are likely a reflection of those, your buyers’. Exploit this knowledge to your advantage… Internal processes in your company are likely a reflection of those of your buyers. This is useful information for the business-to-business seller. That’s one that sells to a business; for instance, an advertising representative from A. Media Group
Rainmakers know only the calendar changed, targets didn’t. “Rainmakers don’t have excuses. You either made the sale or you didn’t; no-one wants to hear why you didn’t bring in the sale” “Don’t get too excited about this New Year stuff. Only the calendar has changed. The spouse, the job, the targets remain the same.” And
“Corona, after all, is no longer “imported” but “locally produced”. ‘Because of Corona is therefore a hard sell If you’re thinking it, they’ll ask it. So instead of wishing it away, or resigning to fate, address it instead. Think of an appropriate response, dwell on it, experiment with it, iterating it to perfection with every
Dial into your sellers’ emotion. Be in tune “Employees are not hugely motivated by their employer’s reasons for change.” As askaris continue to check our body temperatures, so too employers should, their sales people’s emotional temperatures. This article is for those employers that have chosen to retain their sales force in this crisis. We may
Don’t sell prospect. These happy-go-lucky prospecting sellers are adversely affected now. They are the ones that are most likely to say, “We aren’t selling because people are not buying.” If you don’t prospect you ‘die’. If there was ever a time prospecting was key, it is now. But how do you prospect in these uncertain